Regional Sales Manager at Kontak Recruitment

• A fast-growing FMCG distributor operating within the nicotine and vaping category across Southern Africa is seeking a highly capable Regional Sales Manager to drive sales performance throughout the Eastern Cape and Garden Route. Reporting to the National Sales Manager, the successful candidate will own regional revenue growth across major retail key accounts, forecourts, independent trade and wholesale channels. This demanding, hands-on role requires a proven sales leader who can manage a geographically dispersed field team, develop territory strategy, strengthen buyer relationships and deliver measurable results under sustained pressure while remaining actively involved in field execution

Minimum Requirements:

• Relevant BCom in Marketing, Sales or Business Management, National Diploma, or equivalent qualification.
• Minimum five years’ regional sales management or senior key account management experience within FMCG.
• Proven, measurable sales-growth record, supported by figures and clear evidence of the actions taken to achieve results.
• Demonstrated success leading and performing under pressure across a large, geographically dispersed territory.
• Direct experience managing SPAR, Pick n Pay and/or Shoprite at regional buyer or decision-maker level.
• Experience selling into and growing all major forecourt groups, with strong results across independent trade and wholesale channels.
• Field sales team leadership experience, rather than individual contributor experience only.
• Strong commercial understanding of margins, pricing, trading terms and their effect on profitability.
• Ability to interpret sales data, prepare regional forecasts and report to senior leadership.
• Valid driver’s licence, own reliable vehicle and willingness to travel extensively throughout the region.
• Must be based in the Eastern Cape; relocation may be considered for exceptional candidates but must be completed before commencement.
• Experience within nicotine, vaping, tobacco or regulated consumer goods is advantageous.
• Established buyer and trade relationships throughout the Eastern Cape and Garden Route are advantageous.
• Experience managing distributors or sub-distributors, launching products into trade and supporting scaling businesses is advantageous.
• CRM or ERP exposure covering pipelines, call coverage and account management is advantageous.
• Experience managing teams across multiple provinces or territories is advantageous.
• Available to commence as soon as possible, subject to the required notice period.

Duties and Responsibilities:

• Own regional sales targets and revenue performance across all channels, developing territory plans for the Eastern Cape and Garden Route.
• Identify growth opportunities and prospect, pitch and close new retail, wholesale, forecourt and independent accounts.
• Monitor regional competitor activity, pricing and product ranges and respond quickly to protect market position.
• Own and grow relationships with SPAR, Pick n Pay, Shoprite and all forecourt groups.
• Negotiate ranging, promotions and trading execution with regional buyers and managers.
• Maintain key-account service standards covering availability, compliance, shelf share and relationship development, while resolving escalations and disputes.
• Grow volume, distribution, ranging and repeat orders across independent retailers and wholesalers while maintaining pricing, credit and stock discipline.
• Lead, coach and develop regional sales representatives, key account representatives and merchandisers.
• Set individual and team targets, conduct performance reviews and field accompaniments, recognise strong results and address underperformance.
• Build a disciplined, accountable sales culture and recruit and onboard employees as the region expands.
• Maximise call coverage and route efficiency across the geographically dispersed territory.
• Maintain product ranging, availability, visibility and brand standards across all channels.
• Monitor sell-through, stock holdings and returns, supported by disciplined merchandising and outlet audits.
• Produce accurate weekly and monthly sales reports and regional forecasts for production planning and stock allocation.
• Track regional revenue growth, new-account acquisition, key-account growth, independent and wholesale performance, call coverage, in-trade execution, forecast accuracy, overdue debt and team target achievement.
• Work with Finance on regional credit risk and debtor discipline, Marketing on promotional calendars and trade activations, and Operations on availability, lead times and fulfilment.